Its all of these. 1. Agents who have been in business less than 3 years 2. The 95% who drop out before hitting year 3 3. The amount of write off's available. 4. The sick, the lame, the lazy I will say this though...after 3 or 4 years of full time, if you aren't making over $100K, you need to figure out what you are doing wrong.